See the work.
See the reason to change.

WORKED EXAMPLE

Find the next sales conversation.

The sales manager reviews an illustrative June result of $91,000 and wants to understand what drove it.

The image illustrates this area, not necessarily the exact transaction described.

1. 1

   Define the measure

   Agree that this example represents shipped sales, not orders or cash receipts.

2. 2

   Read the pattern

   Compare June with the earlier sample months and identify a question worth investigating.

3. 3

   Inspect the context

   Ask to trace the result to products and accounts in the current release; drill-down is a requirement to confirm.

4. 4

   Assign a next step

   Have the account owner review the relevant relationship before deciding on a follow-up.

Require a live demonstration: Report definitions, filters, refresh timing, and drill-down must be verified.

WORKED EXAMPLE

Keep the right business in focus.

Avery works with Coastal Beverage and Harbor Distribution and needs to enter an order for Coastal.

The image illustrates this area, not necessarily the exact transaction described.

1. 1

   Identify the company

   Confirm which operating company owns the customer and transaction.

2. 2

   Select authorized access

   Choose an assigned company and verify the visible company context.

3. 3

   Work in its records

   Use that company’s accounts, products, and operational database for the order.

4. 4

   Verify the boundary

   In the pilot, switch companies and prove that unauthorized records remain inaccessible.

Require a live demonstration: Demonstrate both allowed and denied access with representative identities.

WORKED EXAMPLE

Make the reorder conversation easier.

Harbor House asks for another shipment, but its buyer has changed and it has a new delivery location.

The image illustrates this area, not necessarily the exact transaction described.

1. 1

   Find the account

   Open the existing customer instead of creating a duplicate record.

2. 2

   Confirm the people

   Review the buyer’s contact details and update the correct account context.

3. 3

   Check the locations

   Confirm bill-to and ship-to records and the license information associated with the destination.

4. 4

   Prepare the order

   Use the verified account and locations as the starting point for the next draft.

Require a live demonstration: Confirm account editing, location ownership, and history in the release being evaluated.

WORKED EXAMPLE

Find the hold before it becomes a surprise.

An order review identifies that a destination license needs attention. The team must investigate before proceeding.

The image illustrates this area, not necessarily the exact transaction described.

1. 1

   Review the evidence

   Check the destination’s license dates, classes, and recorded restrictions.

2. 2

   Submit for evaluation

   Run the documented order checks rather than assume a license record alone means approval.

3. 3

   Resolve the blocker

   Have the responsible person review the evidence and correct legitimate account or license information.

4. 4

   Resubmit and retain history

   Re-run evaluation and review the recorded result before the next operational step.

Require a live demonstration: Jurisdiction-specific rules and evidence requirements must be scoped; no blanket compliance guarantee.

WORKED EXAMPLE

Quote with a price you can explain.

Harbor House requests 12 cases. A fictional price book lists $180 for 1–9 cases and $174 for 10–24.

The image illustrates this area, not necessarily the exact transaction described.

1. 1

   Choose the product

   Confirm the SKU, case packaging, and unit being sold.

2. 2

   Find the effective tier

   Review the applicable price book and dates; 12 cases fit the example 10–24 tier.

3. 3

   Review the calculation

   At $174 per case, the illustrative line subtotal is $2,088 before tax, freight, or adjustments.

4. 4

   Save the pricing context

   Confirm the server validates the selected tier and the saved order retains its pricing snapshot.

Require a live demonstration: Verify effective dates, quantity tiers, permitted adjustments, and price snapshots.

WORKED EXAMPLE

Turn a request into a controlled next action.

The rep creates the 12-case Harbor House draft and discovers a review issue before approval.

The image illustrates this area, not necessarily the exact transaction described.

1. 1

   Build the draft

   Select the account, locations, effective pricing, product, and quantity.

2. 2

   Review the totals

   Confirm the line calculation and any supported charges or adjustments.

3. 3

   Submit and inspect

   Review the recorded approval or block outcome and its individual check results.

4. 4

   Correct and progress

   Resolve a legitimate issue and resubmit. Only continue to fulfillment after the required approval.

Require a live demonstration: Demonstrate product-line entry and submission in the actual release; do not infer these from a mockup.

WORKED EXAMPLE

Connect the promise to available stock.

The warehouse receives an approved 12-case order and needs to review stock before release.

The image illustrates this area, not necessarily the exact transaction described.

1. 1

   Check the stock context

   Confirm the warehouse, SKU, unit, and the current stock records.

2. 2

   Allocate the order

   Reserve the required quantity using the available workflow and review any shortage.

3. 3

   Review the next handoff

   Confirm the order’s allocation and release state with the fulfillment owner.

4. 4

   Investigate differences

   Use movement history and the actual warehouse process to resolve discrepancies.

Require a live demonstration: Verify units, locations, availability rules, and allocation behavior in your pilot.

WORKED EXAMPLE

Make the delivery promise traceable.

The allocated Harbor House order needs to move through release, shipment, and delivery confirmation.

The image illustrates this area, not necessarily the exact transaction described.

1. 1

   Release the work

   Confirm the approved, allocated order is ready for the next warehouse action.

2. 2

   Record the shipment

   Use the supported shipment workflow and retain the relevant order context.

3. 3

   Confirm delivery

   Review the documented delivery stage and record the supported completion details.

4. 4

   Handoff to finance

   Confirm the order is eligible for the agreed invoice process.

Require a live demonstration: Route optimization, driver tracking, and proof-of-delivery depth are separate capabilities to verify.

WORKED EXAMPLE

Give the customer a bill the team can explain.

Finance needs to invoice the fulfilled Harbor House order without re-entering its commercial context.

The image illustrates this area, not necessarily the exact transaction described.

1. 1

   Choose the eligible order

   Confirm the fulfillment/delivery condition required by the current invoice workflow.

2. 2

   Create the invoice

   Carry the supported order context into the invoice and review its calculation.

3. 3

   Check the connection

   Trace the invoice to its source order and customer records.

4. 4

   Agree the delivery method

   Verify available sending, export, or printing options; none is assumed from this illustration.

Require a live demonstration: Verify invoice generation, numbering, adjustments, and required print/export capabilities.

WORKED EXAMPLE

Keep payment processing intentional.

Finance receives a supported payment file and must avoid importing the same transaction twice.

The image illustrates this area, not necessarily the exact transaction described.

1. 1

   Confirm provider scope

   Verify the enabled connection, supported format, and activation status before any transmission.

2. 2

   Import once

   Use the supported import identity and review duplicate handling.

3. 3

   Review the match

   Investigate unmatched records and confirm the payment belongs to the intended invoice.

4. 4

   Apply eligible funds

   Apply the payment through the documented workflow and review the remaining balance.

Require a live demonstration: Live provider activation and fees must be confirmed; this marketing site does not charge buyers.

WORKED EXAMPLE

Make the settlement explainable.

A sample settlement contains three invoice payments totaling $8,640, with one row requiring review.

The image illustrates this area, not necessarily the exact transaction described.

1. 1

   Create the batch

   Identify the settlement and its expected total using the supported records.

2. 2

   Review the rows

   Check invoice/payment associations and the exception needing attention.

3. 3

   Resolve the difference

   Investigate the underlying record rather than force the total to balance.

4. 4

   Close when eligible

   Confirm the batch meets the documented balancing requirements before closure.

Require a live demonstration: Demonstrate an unbalanced batch being held and a corrected batch closing.

WORKED EXAMPLE

Turn an unmatched SKU into a better question.

A distributor sell-through file contains a SKU the company has not matched yet.

The image illustrates this area, not necessarily the exact transaction described.

1. 1

   Review the source

   Confirm distributor, period, identifiers, and the supported import format.

2. 2

   Import the rows

   Use the documented depletion workflow and review its matching results.

3. 3

   Resolve the exception

   Investigate the unmatched account or SKU before relying on the row.

4. 4

   Use validated context

   Ask how the current release supports reviewing the corrected data and planning account follow-up.

Require a live demonstration: Confirm matching rules, duplicate handling, available analysis, and reporting depth.